Company Description
Raffles Hotels & Resorts
The Birthplace of stories and legends since 1887, Raffles is a legendary brand, steeped in history and loved by generations past, present and future. Representing the pinnacle of ultra-luxury hospitality within Accor Group, Raffles is currently going through exciting phases of rebirth and expansion.
Raffles, at distinguished landmark addresses around the world, is the vibrant heart of its destination, curating experiences that are culturally enriching, intellectually stimulating and always respectful of local communities, heritage and the environment. Its timeless elegance, refined manners and spirit of generosity ensure that every visitor arrives as a guest, leaves as a friend and returns as family.
Job Description
As a key member of the Raffles & Fairmont Hotels & Resorts Commercial team, the Executive Director, Luxury Sales-Americas is responsible for growing Americas emitting business into a select portfolio of Raffles properties around the world.
The Executive Director, Luxury Sales-Americas will lean on his/her vast network and experience, specifically in Luxury Travel Agency sales, to proactively solicit new business, source new accounts, identify new targets, and re-solicit past business leads. This key sales role represents a select set of Raffles Hotels & Resorts and is responsible for growing business from North America into the designated Raffles properties. The experienced Seller meets goals in room night and revenue as agreed annually with the Global VP Sales.
The Executive Director, Luxury Sales-Americas partners with on-property sales teams to grow top-line revenue. This person will oversee and manage segments such as Luxury Travel Agents & Consortia, driving business from accounts that deliver Leisure, small meetings and events, Entertainment, and Corporate from a North America point of sale. The Executive Director, Luxury Sales-Americas will work closely with the Luxury and Lifestyle Global sales organization, Global VP Sales, and DOSM’s and Leisure sellers of each property to develop partnerships and maximize market share.
Key Responsibilities:
- Proactively grow North America based business at identified Raffles Hotels & Resorts.
- Grow Luxury Travel Agents & Consortia Leisure business, focusing on accounts that also deliver small meetings & Events, Entertainment, and Corporate sales from existing partners and generate new business to grow top-line revenue.
- Solicit potential new accounts or business opportunities by leveraging business intelligence or other third-party data sources to generate leads.
- Utilizes negotiation skills and creative selling abilities to uncover new business.
- Responsible for account strategy and activation roadmap, marketing & sponsorship activities, hotel education and client presentations.
- Develop and execute quarterly and annual account reviews and market action plans.
- Actively research new B2B opportunities in driving revenue and brand awareness.
- Conduct customer facing sales activities/business trips on behalf of the hotels as appropriate.
- Lead and participate in relevant tradeshows, conventions, FAM trips and industry events as required.
- Understand & promote all selling tools & loyalty programs.
- Collaborate with Accor Global Sales Team on sales and marketing strategy
- Proactively manage the priorities and activities of Director of Luxury Sales West Coast, providing coaching and guidance.
- Ability to build, execute and tactically adjust a department cost budget aligned with business priorities
Qualifications
- Preferred: Bachelor's degree in business administration, hospitality management, or a related field
- 5 years + experience at Director level within a Global or National Sales Organisation or as a DOSM of Luxury or Ultra Luxury hotel
- Experience representing and selling Luxury Hospitality brands
- Excellent interpersonal and communication skills, with the ability to build and maintain relationships with key clients and stakeholders.
- An established network within the Luxury Travel Trade community with strong, credible client relationships
- Demonstrated ability to develop and execute effective sales strategies, drive results, and exceed target
- Strong leadership skills with the ability to motivate and inspire a sales team.
- Sound business acumen and strategic thinking, with the ability to analyse market trends, identify opportunities, and make informed decisions
- Proficiency in sales management software, CRM systems and distribution technology.
- Flexibility to travel as required.
Additional Information
Office based: New York City
Salary range: USD $190,000–$210,000
